Field Sales Representative III, Growth, Startups, Google Cloud

Google; San Francisco (CA); On-site; USD 114,000 - 169,000; Full time

Job summary

An established industry player is seeking a dynamic Field Sales Representative to drive growth within the startup ecosystem. In this role, you will leverage your extensive experience in cloud solutions sales and account management to build and deepen executive relationships, influence technology decisions, and advocate for innovative products that enhance productivity and collaboration. You will manage complex business cycles and work cross-functionally to maximize impact, making this an exciting opportunity for those passionate about technology and business development. Join a team dedicated to transforming the future with cloud technology and empowering startups to thrive.

Benefits

Bonus

Equity

Comprehensive Benefits Package

Qualifications

• 10+ years in cloud or software sales, preferably in B2B environments.
• Proven experience in managing complex negotiations and cross-functional teams.

Responsibilities

• Build executive relationships with mid-market enterprise customers.
• Lead account strategy and manage complex business cycles.
• Drive business development and achieve strategic goals.

Skills

Cloud Solutions Sales

Account Management

B2B Software Sales

Negotiation Skills

Cross-functional Team Leadership

C-level Relationship Building

Education

Bachelor's Degree

Job description

Minimum qualifications:

1. Bachelor's degree or equivalent practical experience.
2. 10 years of experience with quota-carrying cloud or software sales, or account management at a B2B software company.

Preferred qualifications:

1. Experience selling Cloud Solutions, Infrastructure Software, Databases, Analytic Tools, or Applications Software to Startups or Digital Native organizations, aligning solutions to drive business outcomes.
2. Experience growing existing customer base and acquiring new logos at scale, to increase spend and accelerate consumption revenue.
3. Experience working with, and leading, cross-functional teams and partners in implementations and negotiations.
4. Experience with commercial and legal negotiations, working with Procurement, Legal, and Business teams.
5. Experience working with Customer Engineers and customers' technical leads to inventory software estate, define migration plans, and build migration business cases.
6. Experience cultivating C-level relationships and influencing executives.

The Google Cloud Platform team helps customers transform and build what's next for their business — all with technology built in the cloud. Our products are developed for security, reliability and scalability, running the full stack from infrastructure to applications to devices and hardware. Our teams are dedicated to helping our customers — developers, small and large businesses, educational institutions and government agencies — see the benefits of our technology come to life.

As a Field Sales Representative (FSR) within our Startups organization, you will manage the growth strategy for accounts across the startup ecosystem. You’ll leverage experience engaging with senior executives to build on existing relationships, establish relationships in new areas, and act as a business partner to understand our customer's challenges and goals. You will advocate the innovative power of our products and solutions to make organizations more productive, collaborative, and mobile.

Google Cloud's unique capabilities empower startups to address critical needs in scaling, growth, and global expansion, while also offering advanced technologies that drive differentiation, customer acquisition, and business generation acceleration.

The US base salary range for this full-time position is $114,000-$169,000 + bonus + equity + benefits. Our salary ranges are determined by role, level, and location. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. Your recruiter can share more about the specific salary range for your preferred location during the hiring process.

Please note that the compensation details listed in US role postings reflect the base salary only, and do not include bonus, equity, or benefits. Learn more about benefits at Google (https://careers.google.com/benefits/).

Responsibilities:

1. Build and deepen executive relationships with mid-market enterprise customers and the partner ecosystem to influence their short-term and long-term technology and business decisions. Add value as a trusted advisor.
2. Become an expert on your customers' business, including their SaaS product portfolio, technology strategy, strategic growth plans, business drivers, financial structure, customer base, vertical market offering, and competitive landscape.
3. Lead account strategy to develop business growth opportunities, working cross-functionally with multiple teams and Google Partners, to maximize business impact within startup customers.
4. Manage complex business cycles, presenting to C-level executives and negotiating terms.
5. Drive business development, own operational excellence at scale, forecast accurately, and achieve strategic goals by leading customers through the entire business cycle.

Google is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements.